Tty a new tact to sell more deck accessories

A CCORDING to a recent survey, approximately ZlVo lof U.S. households have decks with 78% of them cmsuucted of long-life pressure treated lumber.

Does this mean that retailers should cross these homeownefs off as possible customers for decks of pressure tneated products? Definitely not! Many of the basic 8'x8' squarcs built to satisfy a developer's promise of a deck are ripe for updating.

"Th€tre's lots of sales potential for sophisticated dealerswho realize decks are an ideal spring or summer home improvement project," explains Osmose spoke swoman Suzanne Pacitti.

"Using their deck design programs, retailers can show homeowners how to install accessories such as railings, balusters or spindles to update an existing plain vanilla

Turned opidle deck, turning it into a stunning outdoor area" accessed by stairs with a decorative handrail.

Many homeowners are unaware that deck accessories ranging from contemporary to colonial are available at home centers and think they have no choice but to live with the "postage stamp that came with their home," she points out. However, a salesperson using a deck design package can easily show them how to expand and enhance their basic desigl or enclose it with a railing to make it safer for young children.

If the deck size is satisfactory, the addition of decorative ball tops and spindles on a railing echoing the style of the hone or an arbor to offer mce shade may be all that is necessary. Smallish decks can be enlarged by extending the foundation and flooring, then adding a railing u arbor.

Whatever the choice, ready-to-install components are usually available and easy for a d-i-yer to add.

Built-in benches, tables, planter boxes, storage chests and sandboxes are other options, but updating and improving is not limited to the deck. There are related projects that enhance the deck and increase the livability of the outdoor area. Other possibilities are gazebos, trellises, often with seating aleas, tree houses, cooking centers, children's play equipment, wind screens and privacy fences.

Low voltage lighting systems, insect screening for decks, porches or gazebos, outdoor fumiture, barbecues, pots, containers, plants, gardening equipment and products are addon sales to a deck improvement project.

Lening homeowners and cuso tomers know that remodeling I doesn't stop at the back door is g important" Pacitti points out. i She suggests that retailers t advertise "deck remodeling," ! have deck updating clinics, set E up a summer living section t with a "before and after" deck and cross merchandise both deck remodeling and outdoor living products.

Story at a Glance

Ways to sell deck accessories fior remodeling and updating existing decks ... suggestions for using deck design equipment to show homeowners what can be done and to create plans ... ideas for promotions.